Answer extracted from The Crexi Commercial Real Estate Podcast — listen to the full episode below.
How can excessive pressure from one party in a real estate negotiation compromise the deal?
When brokers relay one party's urgency directly to the other side, it undermines trust and can kill the entire transaction. The solution is to never translate external pressure onto your client—instead, protect their right to conduct due diligence, attorney review, and full consideration of the deal without artificial time constraints.
Early in her career, Tuva Patoli experienced this mistake firsthand. She was negotiating a lease for a hot chicken restaurant owner and transmitted the landlord's sense of urgency directly to the tenant. The tenant immediately became suspicious—if the landlord was this eager, something might be wrong with the property itself. The tenant began questioning the deal and threatened to walk away entirely.
A senior mentor stepped in to de-escalate the situation and, more importantly, to teach Patoli a crucial lesson. Regardless of the pressure one side feels, the other party needs time to conduct proper due diligence, review agreements with their attorney, and handle all the red-lining that comes with lease execution. That process cannot be rushed without damaging the relationship and the likelihood of closing.
This principle applies across all roles in commercial real estate. As discussed in this episode, the best brokers operate with a landlord mindset, thinking long-term about asset value and tenant quality rather than chasing quick commissions. That perspective naturally protects both sides: when you prioritize the strength of the lease relationship, you avoid toxic negotiation tactics that blow deals up.
"I always like to put on my landlord hat so I sometimes I don't act like I'm just a broker and I act like I'm a landlord and I own this property."
Tuva Patoli — Senior Retail Specialist at Huntington Properties. Over 4.5 years in commercial real estate, Patoli built a third-party retail leasing team representing 36 shopping centers across the Texas market. Her expertise spans identifying emerging submarkets, structuring tenant mixes, and advising both landlords and tenants on lease strategy—a dual perspective that shaped her understanding of how pressure from one side can fracture deals.
The restaurant deal in Patoli's story illustrates a broader pattern: external pressure is the landlord's or tenant's concern, not the other party's. Your job as a broker is to create space for a thoughtful negotiation, not to transfer anxiety across the table. When you hide or buffer urgency, you allow both sides to evaluate the deal on its merits rather than on fear or suspicion.
Discover more on how Patoli builds trust with both landlords and tenants by listening to the full conversation.
Key takeaways
- Relaying external pressure to the other party damages trust and can kill deals outright.
- Every party needs time for due diligence, legal review, and negotiations without artificial urgency.
- Brokers who adopt a landlord's mindset naturally avoid high-pressure tactics that fracture relationships.
- Buffering pressure between parties is a sign of broker maturity and protects long-term deal viability.
See also
What role does tenant canvassing play in building a retail leasing practice from scratch?
Tenant canvassing is the starting point for new brokers. When canvassing tenants, the broker becomes the expert, teaching them about market conditions and building relationships from the ground up.
How does retail leasing activity function as an early indicator of consumer behavior and market trends?
Consumer behavior changes fast and can be observed month-by-month through retail leasing activity in real time. What tenants are leasing reflects actual market shifts and emerging demand patterns.
What strategies help retail brokers stand out when representing landlords in competitive markets?
The key is to adopt a landlord's mindset before advising on deals. Rather than simply pursuing commissions, a broker should think like a property owner, balancing multiple priorities and long-term asset performance.